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Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, don’t want to say “no” to sales teams. We are typically more comfortable to say “yes” to small steps than
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“If you do not know how to ask the right question, you discover nothing.”
“If you do not know how to ask the right question, you discover nothing.” – W. Edwards Deming Here’s how to do discovery!
“If you do not know how to ask the right question, you discover nothing.” Read More »
Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
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“Oh, good question…!”
When doing discovery, any time your prospect says, “Oh good question…!” it means you’re doing really well! Why? Because you’ve tapped a topic that
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Demo Hack: New vs Save As
In demos, how many times have you seen someone build a new dashboard or process flow from scratch, step by step? I’m always amazed
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Discovery Don’t BONUS! Don’t Encourage Your Prospect to Go Off Script
“Well,” said the salesperson, “We’ve covered all the questions on the list. Thanks for your time…” The prospect had been contemplating revealing another, very
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Start Your Demo in Email?
Oh, yes! What do most people do when they arrive at their desks each morning? They check their email. (Yes, and some browse their
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Coffee with Sales Engineers!
“Discovering the Journey and Wisdom of a Sales Engineering Legend: Peter Cohan In this insightful episode of Coffee with Sales Engineers, we sit down
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Discovery Don’t #12 Ignore Poor Solution “Fit” and Proceed with the Sale
Have you ever purchased shoes or clothes that didn’t fit? Most likely they saw more closet time than their colleagues! Poor product or solution
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“If you can’t explain it simply, you don’t understand it well enough.”
“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein Nothing crystalizes our understanding of an idea or topic
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